Inside Sales Associate

About The Chefs' Warehouse

The Chefs' Warehouse, Inc. ( http://www.chefswarehouse.com ) combines exceptional quality and brand building with broadline food service distribution for more than 35 years. With Protein, Specialty, Produce, and Broadline offerings, we service the most discerning chefs in a hybrid approach of convenience and superior quality. We introduce more than 2,000 artisan producers of the world’s finest ingredients from over 40 countries to the finest chefs in the world. We passionately consult, sell, and build relationships with more than 35,000 customers through the most experienced network of over 600 consultive sales associates, best-in-breed technology, rapid service, and support levels that solidify our long-standing ties to both established and up-and-coming premium restaurants.

Mission: The mission of The Chefs’ Warehouse is to provide the world’s greatest ingredients to the world’s best chefs.

Our C.H.E.F.S. Values:

Curious & Creative

Hungry For Food & Results

Entrepreneurial

Forward Thinking & Flexible

Supportive (Of Peers & Chefs)

The Position:

The Account Specialist (AS) is responsible for managing the accounts in his/her territory through diligent planning and execution of Greenleaf’s sales strategies. In addition, the position serves as the primary sales support person for the Outside Sales Representatives (OSRs) in the sales territory. Goals will be met by using suggestive selling techniques to promote and sell Greenleaf’s products to existing accounts and ensuring that the daily needs of each customer are met without interruption. In this way, the AS is the key person responsible for account retention. The position requires making a high-volume daily sales call to sell Greenleaf’s products, enter and manage orders accurately, as well as in person ride along visits with OSR to build relationships with customers.

The AS is the primary point of contact between Greenleaf’s customers and the various departments within the company. He/she must be able to interact effectively with a variety of people in a wide range of business circumstances. Professional business skills such as planning, organization, and negotiation are required to successfully manage the territory and meet the company’s business goals. The AS must collaborate effectively with internal partners, collaborating with the Outside Sales, Buying and Operations teams to ensure that daily, weekly, and quarterly tasks and objectives are met. Best practices must be adhered to in all types of communication.

To achieve 100% account retention, the AS must be initiative-taking, anticipating customer needs and quickly resolving issues as they arise to the mutual benefit of the customer and Greenleaf. An astute understanding of customer buying behavior will provide the ability to influence that behavior. Must be able to negotiate, compete and win against other distributors.

Responsibilities:

• Existing Business Retention : Develop relationships with all customers in the territory to understand their business and meet/exceed their needs. Anticipate problems before they arise; manage current and future orders with the goal of achieving 100% order fill; use expert product knowledge to make appropriate substitutions and add lines to each order.
• Phone and email sales: The position requires constant communication with customers, entering live call and email orders; making product recommendations; developing and maintaining relationships, then utilizing those relationships to retain sales.
• Develop relationships within the industry by visiting accounts periodically either accompanied by an Outside Sales Representative or individually based on territory needs.
• Problem Solving: Anticipate product and service issues before they arise; find solutions that are a win-win for both Greenleaf and the customer; inform customers about product shortages and other service issues; provide substitute options and increase order size via suggestive selling.
• Use CRM to enter all sales-related follow up notes from customer calls and tasks.
• Communicate with OSR via phone, email, and CRM to inform them of necessary information from customer interactions.
• Attend meetings and product/sales training to continually improve skills.
• Collaborate with internal departments: Sales, Operations, Delivery, and Buyers to ensure that customers’ needs are being met within Greenleaf’s expectations.
• Must be able to manage business in existing accounts by making compelling product presentations and selling on value; engage the customer using suggestive selling with the goal of retaining Greenleaf’s market share.
• Support the sales department with additional projects or tasks as needed. This requires the ability to manage short and long-term projects with milestones, goals, and clear communication throughout.
• Product Knowledge : Study and maintain knowledge of Greenleaf’s dynamic and seasonal product catalog. Understand the quality standards for each product, the practical application for those products, and the menu of each customer using them. Product expertise must encompass all of Greenleaf’s categories and is one of the top skills that sets Greenleaf apart from its competitors.
  
  

KEY PERFORMANCE INDICATORS:

Existing Business Growth, New Business Acquisition, Sales and Profit Per Stop, Productivity, Accuracy, Customer Visits: Make the minimum number of high value sales visits (calls or emails). The department expectation is that all customers receive at least one high value touch from OSR or AS each month.

Qualification Requirements

To perform this job successfully, an individual must be able to perform each essential duty to satisfactory levels. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Must have a minimum of two years’ proven sales and/or customer service experience.
• Excellent communication skills: Written, verbal, phone, email, text
• Knowledge of Produce, Dairy, Cheese, Specialty, and Protein products
• Must have a passion for food.
• Experience in the produce, food or restaurant industry is a plus.
• A proven ability to successfully sell to various levels within each customer’s business.
• Computer proficiency (Outlook, Word, Excel, Fresh Tech CRM, Produce Pro)
• Excellent time management and organizational skills
• Strong people skills with the ability to manage objections and solve problems that occur in real time.
• Ability to work in a fast paced, metrics-driven environment.
• Ability to influence others, even when the position does not have direct authority.
• Ability to work effectively in a busy and stressful environment, frequently under heavy time constraints.
• Ability to work nights, weekends, and some holidays.
  
  

Education and/or experience : BS or BA degree or a minimum of three years of related professional experience, preferably in the food, foodservice or restaurant industry.

Language skills : Must be able to read, analyze, and interpret general business periodicals; Ability to read and write standard business English; effectively present information and respond to questions in proper written English with correct spelling and grammar. Written and verbal Spanish language proficiency is a plus.

Mathematical SKILLS: Must be able to calculate figures and run reports to understand and measure results. Good analytical skills are required.

Reasoning ability : Must be able to solve practical problems and to interpret a variety of instructions provided in written, oral, diagram, or schedule form.

EQUIPMENT/MACHINERY/TOOLS: Computer, telephone, copier, calculator, and other software, as required.

PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by an individual to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Stand and walk or sit alternatively depending on specific needs of day. Estimate 20% of time is spent on feet, 80% sitting at desk.
• Physical: Perform the following physical activities: writing/typing, grasping/turning, finger dexterity. Occasionally will be required to lift produce cases of approximately 30 lbs.
• Vision: Complete forms, read reports, view computer screen. Frequently need to see small details.
• Hearing: Communicate over telephone and in person.
  
  

TRAVEL REQUIREMENTS: Local travel may be required, with mileage, parking and tolls reimbursed.

WORK ENVIRONMENT: The work environment characteristics described here are representative of those an individual encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate. Occasional need to work in coolers with iced products at temperatures of 30 to 40 degrees.

The above job description is not an all-inclusive list of duties and standards of the position. Incumbents will follow any other instructions, and perform any other related duties as assigned by their supervisor.

Perks & Benefits:

• Paid Vacations, Paid Holidays
• Health, Dental and Medical Benefits
• Weekly pay
• Life Insurance
• 5% above cost for our high-quality food products
• Employee discounts for travel and events
• 401k
  
  

The Chefs' Warehouse is an Equal Opportunity Employer that does not discriminate based on actual or perceived race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, disability or handicap, sex, marital status, veteran status, sexual orientation, pregnancy, gender identity or any other characteristic protected by applicable federal, state, or local laws. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Our management team is dedicated to this policy with respect to recruitment, hiring, placement, promotion, transfer, training, compensation, benefits, employee activities and general treatment during employment. We are dedicated to building an inclusive and diverse workforce.

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